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Women are less likely to negotiate for themselves compared to men from "summary" of Women Don't Ask by Linda Babcock,Sara Laschever
The premise of our research is straightforward: women are less likely to negotiate for themselves compared to men. This phenomenon is not due to innate differences in ability or skill, but rather to societal expectations and gender norms that shape behavior from a young age. As girls grow up, they are often socialized to be accommodating, nurturing, and agreeable, while boys are encouraged to be assertive, competitive, and confident. These gendered expectations carry over into the workplace, where women may hesitate to negotiate for fear of being seen as pushy, aggressive, or unlikeable. Studies have shown that women are less likely to negotiate for themselves in a variety of settings, including job interviews, performance evaluations, and salary negotiations. This reluctance to ask for what they want can have significant consequences for women's careers and earning potential. For example, research has found that men are four times more likely than women to negotiate their starting salaries, leading to a persistent gender pay gap that only widens over time. Furthermore, women who do negotiate are often penalized for doing so, facing backlash and negative consequences for behavior that is considered acceptable or even admirable in men. This double standard can create a Catch-22 for women, who may feel pressured to conform to traditional gender norms in order to be successful, while also being penalized for doing so. In order to address this issue, it is essential to challenge and change the underlying beliefs and biases that contribute to women's reluctance to negotiate. This includes debunking myths about gender differences in negotiation ability, providing women with the skills and confidence to negotiate effectively, and creating a supportive and inclusive work environment where assertive behavior is valued and rewarded. By empowering women to ask for what they want and deserve, we can work towards greater gender equality and economic equity for all.
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